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Introduction
Exhibit I-1: Connecting all the pieces in selling.
Exhibit I-2: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-3: Comparing traditional selling to the MeasureMax selling system.
Exhibit I-4: The five viewpoints of the MeasureMax selling system.
Exhibit I-5: The four phases of MeasureMax. (Note— MP stands for Measurable Phases, while MPC stands for Measurable Phase Changes.)
Chapter 1: Measurability Matters
Exhibit 1-1: Column 2 makes value measurable.
Exhibit 1-2: Using Column 2 to win over competitors' customers.
Exhibit 1-3: It's all about time.
Exhibit 1-4: Measurability shrinks time.
Exhibit 1-5: Prevent wasted effort.
Exhibit 1-6: The four selling phases of MeasureMax.
Chapter 2: Defining Value
Exhibit 2-1: Column 1 vs. Column 2 values.
Exhibit 2-2: Features, benefits, and value type.
Exhibit 2-3: Features, benefits, and value type.
Exhibit 2-4: Know the focus of the value.
Exhibit 2-5: Product profile sheet example.
Exhibit 2-6: Product profile sheet example.
Chapter 3: Receiving Value
Exhibit 3-1: Examples of general corporate categories and specific customer goals.
Exhibit 3-2: SOEs must reflect the attainment of customers' goals.
Exhibit 3-3: SOEs calculate value differently.
Exhibit 3-4: Everyday examples of SOEs.
Exhibit 3-5: Use SOEs to make customer's goals measurable.
Exhibit 3-6: Market profile sheet for Positron.
Chapter 4: Tests of Reasonableness
Exhibit 4-1: Filters are like sieves.
Exhibit 4-2: Customers are positive, negative, or neutral.
Chapter 5: Every Question Counts
Exhibit 5-1: Become a customer expert.
Exhibit 5-2: You choose where your questions lead you.
Exhibit 5-3: Verify customers' responses.
Chapter 6: Leave the Brochures Behind
Exhibit 6-1: The four selling steps.
Exhibit 6-2: MP 1— Spark Interest.
Exhibit 6-3: Spark interest statement template.
Exhibit 6-4: Sample e-mail agenda.
Exhibit 6-5: MP 2— Measure Potential.
Exhibit 6-6: Your questions should reference customers' goals.
Exhibit 6-7: Call-back questions.
Exhibit 6-8: Quick-entry sales management sheet.
Exhibit 6-9: Market profile sheet.
Exhibit 6-10: Front page of
Q
sheet.
Exhibit 6-11: Back page of
Q
sheet.
Chapter 7: Every Reason to Say Yes
Exhibit 7-1: MP 3— Cement Solution (before presentation).
Exhibit 7-2: Connecting value sheet.
Exhibit 7-3: Pushed-through vs. pulled-through test.
Exhibit 7-4: MP 3— Cement Solution (at presentation).
Exhibit 7-5: Connecting goals, benefits, features.
Exhibit 7-6: PowerPoint presentation.
Exhibit 7-7: Scope of work cover letter.
Exhibit 7-8: Scope of work checklist.
Exhibit 7-9: MP 4— Implement Agreement.
Exhibit 7-10: Connecting value sheet.
Exhibit 7-11: The four phases of the MeasureMax selling system.
Chapter 8: When the World Isn't Perfect
Exhibit 8-1: Basic steps for handling hinges.
Exhibit 8-2: Overview of the four steps.
Exhibit 8-3: Pulse check scenario.
Exhibit 8-4: Iceberg ahead scenario.
Exhibit 8-5: Gutter ball scenario.
Exhibit 8-6: Rip-off scenario.
Exhibit 8-7: Type I— Pulse check.
Exhibit 8-8: How to handle the pulse check hinge.
Exhibit 8-9: Type II— Iceberg ahead.
Exhibit 8-10: How to handle the iceberg ahead hinge.
Exhibit 8-11: Type III— Gutter ball.
Exhibit 8-12: How to handle the gutter ball hinge.
Exhibit 8-13: Type IV— Rip-off.
Exhibit 8-14: How to handle the rip-off hinge.
Chapter 9: Using MeasureMax Your Way
Exhibit 9-1: Product profile sheet.
Exhibit 9-2: Competitor's product profile sheet.
Exhibit 9-3: Market profile sheet.
Exhibit 9-4: Front page of
Q
sheet.
Exhibit 9-5: Back page of
Q
sheet.
Exhibit 9-6: Connecting value sheet.
Exhibit 9-7: Passing the pulled-through test.
Exhibit 9-8: The right balance for sales calls.
Exhibit 9-9: Example of a monthly sales call planner.
Exhibit 9-10: Setting limits to improve productivity.
Exhibit 9-11: Manageable quote limit.
Exhibit 9-12: The productivity equation.
Exhibit 9-13: Using the productivity equation as your personal benchmark.
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The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors:
Josh Costell
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Client-Side Web Scripting
Windows Script Components
Server-Side Web Scripting
Appendix J VBA Features not in VBScript
A+ Fast Pass
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Domain 6 Basic Networking
Domain 1 Operating System Fundamentals
Domain 3 Diagnosing and Troubleshooting
Domain 4 Networks
Secure Programming Cookbook for C and C++: Recipes for Cryptography, Authentication, Input Validation & More
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Introduction
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Limiting EIGRPs Bandwidth Utilization
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Internet Security Systems RealSecure
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The Future of Intrusion Detection and Prevention
Google Maps Hacks: Tips & Tools for Geographic Searching and Remixing
Hack 14. Create Custom Map Markers
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Hack 50. Geoblog with Google Maps in Thingster
Hack 55. Put Photographs on Your Google Maps
Hack 63. Read and Write Markers from a MySQL Database
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